Why Sales Leaders Get Fired: A Sales Metrics Masterclass | Lead Playbook
Most sales leaders don’t get fired for missing the number, they get fired for not knowing why. In this episode, Armand and Mark walk through the exact metrics framework you need to diagnose problems, report up, and actually run your revenue org.
🎙 ACTIONABLE TAKEAWAYS:
Sales leaders fail when they guess instead of use data. Without clear metrics, leaders launch ineffective initiatives, lose team trust, and risk being replaced.
Use the RROM framework to map metrics to the customer journey. Track key metrics across six stages: Awareness, Education, Selection, Onboard, Use, and Expand.
RESOURCES DISCUSSED:
R-ROM
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The Recurring Revenue Blueprint (6 Stages Every Team Needs) | Bite-sized Tactics
Struggling to connect your sales, marketing, and customer success teams? You’re probably missing a clear customer journey framework.
In this video, we break down the Recurring Revenue Operating Model (RROM)—a framework for tracking key metrics across the customer journey, based on Jocko van der Kooi's model from Winning by Design. It outlines six critical stages of the journey, each with specific owners and metrics:
Learn how to map your customer journey and track the right metrics at every stage:
Awareness – Prospects become aware of your company or the problem you solve. (Owned by marketing)
Education – Prospects show signs of interest and need to be converted into qualified pipeline. (Owned by SDRs)
Selection – The formal sales process where qualified prospects decide on a vendor. (Owned by AEs)
Onboarding – New customers are onboarded and driven to fast time-to-value. (Owned by the implementation team)
Value Creation – Customer Success ensures ongoing, proactive value delivery, deepening product usage. (Owned by CS)
Expansion – Growing the account by introducing new products or services, increasing revenue. (Owned by Account Managers)
Each stage should have a clear leader responsible for stewarding customers through that phase and ensuring smooth transitions to the next stage. Without understanding this journey, companies can’t properly define or track meaningful metrics.
RESOURCES DISCUSSED:
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The Cold Email Strategy That Actually Books Meetings in 2025 | Jason Bay | Ep. 321
📧 Preview the Cold Email Course: www.30mpc.com/blog/preview-the-cold-email-course
This episode will completely reframe how you think about cold outreach. Jason Bay breaks down the three types of irresistible offers that get prospects to say yes, without pitching your product.
🎙 ACTIONABLE TAKEAWAYS:
Pitch three types of offers starting with a blind date meeting, followed by one-to-many insights like benchmarks, and finishing with one-to-one custom value like workshops or audits.
When using a one-to-many offer, lead with a visual that highlights the problem and ask the prospect how it matches their experience to open the conversation.
Deliver a strong audit offer by analyzing the biggest pain point you solve, whether it's outbound performance, website optimization, or compensation benchmarking.
When offering a pilot or free product, make sure a decision-maker is involved and they understand the cost of the full solution upfront.
JASON’S PATH TO PRESIDENTS CLUB:
CEO @ Outbound Squad
Sales Influencer | ‘Top 27’ Sales Influencer to Follow @ Salesforce
RESOURCES DISCUSSED:
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The 3 Sales Offers Elite Reps Use to Get Prospects To Say Yes | Bite-sized Tactics
There are three types of offers sellers can use to increase meeting conversion rates. Jason Bay (CEO 2 Outbound Squad, Sales Influencer @ Salesforce) breaks them down:
✅ The Blind Date — Hype up your AE or SE like you’d hype a friend before a first date. Build instant credibility.
✅ The One-to-Many — Share valuable industry insights, competitor gaps, or research-backed reports to spark curiosity.
✅ The One-to-One — Create personalized audits, resources, or benchmarks tailored to your prospect’s world.
No weak CTAs. No generic meeting pitches. Just offers your prospects actually care about.
Learn how to weave these into your cold calls, emails, and discovery process—plus how AI tools like ChatGPT make building custom resources faster than ever.
RESOURCES DISCUSSED:
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Things you can steal
Save $50 on any 30MPC course with code “PODCAST”
Free Sales Templates, Scripts and Guides
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Q3 Roadmap: The 30MPC Cold Email Course Drops July 21
Once per quarter, we share our content Roadmap with you → updates about the biggest content drops, new resources, and tactical sessions to help you on your sales journey.
And folks, Q3 is absolutely stacked. Here’s what to expect:
Cold Email Course: The Reply Method for Double Digit Replies: https://www.30mpc.com/course/cold-email-course
(+ get the 2025 Cold Email Data Report when you join the course waitlist)
Jason Bay’s Outbound Sequence Template: https://www.30mpc.com/blog/jason-bays-outbound-sequence-template
30MPC’s Cold Email Course Template Pack: https://www.30mpc.com/blog/30mpcs-cold-email-course-template-pack
Jason Bay’s Cold Email ChatGPT Prompts: https://www.30mpc.com/blog/jason-bay-s-cold-email-chatgpt-prompts
Cold Email Clinic: 10 Data-Backed Tactics That Double Replies: https://www.30mpc.com/episodes/cold-email-clinic-10-data-backed-tactics-that-double-replies
We Break Down 3 Real Cold Calls (And One Is Mine): https://www.30mpc.com/episodes/we-break-down-3-real-cold-calls-and-one-is-mine
The Cold Call Operating System for Sales Leaders: https://www.30mpc.com/episodes/the-cold-call-operating-system-for-sales-leaders
Watch This One-Call Close (Live Discovery Tape Teardown): https://www.30mpc.com/episodes/watch-this-one-call-close-live-discovery-tape-teardown
Work for 30MPC: https://jobs.ashbyhq.com/30mpc
More News:
• Welcome to our newest Club Host, Alex Murphy
• Native YouTube-Style 30MPC content is coming
Acerca de 30 Minutes to President's Club | No-Nonsense Sales
The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.
30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:
Prospecting: How to open conversations to triple your pipeline
Discovery: How to ask questions that uncover massive pain
Process: How to get big contracts over the line
Leadership: How to hire and train world class teams.
Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).
Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…
Get ready, you're going to President's Club.
Escucha 30 Minutes to President's Club | No-Nonsense Sales, El Podcast de Marc Vidal y muchos más podcasts de todo el mundo con la aplicación de radio.es
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